Some questions that will help you diagnose your sales CRM value to your organizations.

1. Sales Tracking
Does your organization currently use a Sales CRM (Customer Relationship Management
Software)?
 If so, then identify the CRM used: ______________________
Does the CRM :
1) Track both outputs (results) and inputs (efforts)?: yes ____ no ____
2) Track where your sales representatives are in their sales cycles? yes ____ no ____
3) Compare each individual’s results with their sales team? yes ____ no ____
4) Allow Sales Manager to access individual and team portfolios of accounts?: yes ____ no
5) Provide each Rep with to-do list of client follow up activities? yes ____no ____
6) Is the CRM being utilized to its full capacity?:yes ____ no ____
7) Has your sales team embraced the CRM or do they avoid inputting data? embraced ___ avoid
8) How much time does it take to input data to the CRM each week?: < 1 hour __ 1-2 hours __ >
2 hours ___
 If not, then identify how you currently track your sales representatives performance?:
Weekly reports: ____ Verbal update: ________ Sales Meeting Feedback: ______ Field
Coaching: _____
CRM Questions:
Do the tracking categories align with the repʼs Performance Appraisal goals? yes ____ no ____
Are the CRM results shared with each representative? yes ____ no ____
Do your field coaching calls adjust based on the CRM information?yes ____ no ____
Is your CRM part of a company-wide system? yes ____ no ____
Is the CRM information distributed at Sales Meetings? yes ____ no ____
How long does it take to make a first-time entry?: < 1 min. __ 2-5 mins. __ > 5 mins.
How long does it take to make an updated entry?: < 1 min. ____ 2-5 mins. ____ > 5 mins.